Journal of Workplace Learning· 2026Q2
Training and salesperson performance in an emerging economy: a moderated mediation perspective
- 0citations
- Q2SCImago
- 2026year
Short summary
Sales training positively impacts salesperson performance, with self-efficacy acting as a partial mediator and person-job fit moderating the training-self-efficacy link (n=163).
AI-generated from the title and abstract; the full text is not read.
Key points
- Sales training shows a positive and significant relationship with salesperson performance.
- Self-efficacy partially mediates the link between training and salesperson performance.
- Person-job fit moderates the relationship between training and self-efficacy.
- The study surveyed 163 salespersons in Cirebon, Indonesia, using partial least squares structural equation modeling.
AI-generated from the title and abstract; the full text is not read.
Abstract
Purpose The purpose of this study is to investigate the underlying psychological mechanisms and boundary conditions of the relationship between training and performance, in light of inconsistent empirical evidence. Design/methodology/approach This study employed a face-to-face survey involving 163 salespersons in Cirebon, Indonesia. Data were analysed using partial least squares structural equation modelling with SmartPLS 4. Findings The results show that all hypotheses were supported. Training has a positive and significant relationship with salesperson performance, and self-efficacy partially mediates this relationship. In addition, person–job fit (P–J fit) moderates the relationship between training and self-efficacy. Originality/value Using the perspectives of job demands–resources theory, self-efficacy theory and person–environment fit theory, this study is one of the first to examine a moderated mediation model between training and salesperson performance in the context of a developing country, with self-efficacy as a mediator and P–J fit as a moderator of this relationship.
The authors' abstract, as published at the source. Journal of Workplace Learning, 2026 · DOI ↗
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Field: Applied Psychology
Applied PsychologyPsychology